Brainscape's Knowledge GenomeTM

Browse over 1 million classes created by top students, professors, publishers, and experts.


See full index

Business Negotiation Midterm 1 > Unit 3: Negotiation Types > Flashcards

Unit 3: Negotiation Types Flashcards

1
Q

What are the formal 4 typologies of negotiation?

A
  • According to the hierarchical level
  • According to the number of parties involved
  • According to representativeness
  • According to formality
How well did you know this?
1
Not at all
2
3
4
5
Perfectly
2
Q

Between who is a vertical negotiation?

A

Between subjects who belong to different hierarchical levels

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
3
Q

Between who is a horizontal negotiation?

A

Between subjects from the same hierarchical levels

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
4
Q

What is a bilateral negotiation?

A

A negotiation between two parties

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
5
Q

What is a multilateral negotiation?

A

A negotiation between more than two parties

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
6
Q

What often happens in multilateral negotiations?

A

Two parties find an agreement and try to accomodate the rest

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
7
Q

What is interpersonal negotiation?

A

Here the negotiator represents themselves

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
8
Q

What is representative negotiation?

A

Here the subjects represent groups, organizations, firms

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
9
Q

What is formal negotiation?

A

Here procedure is followed

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
10
Q

What is informal negotiation?

A

Here there is no previous procedure

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
11
Q

What are the 5 different attitudes for negotiating?

A
  • Avoid
  • Compete
  • Accommodate
  • Compromise
  • Collaborate
How well did you know this?
1
Not at all
2
3
4
5
Perfectly
12
Q

Describe the behavior of someone with an ‘avoid’ attitude

A

Does not want to negotiate, difficult to get to the table and keep there

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
13
Q

What is the outcome when you have an ‘avoid’ attitude

A

I lose, You lose

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
14
Q

Describe the behavior of someone with a ‘compete’ attitude

A

Wants to have all their needs met, does not care about yours. Does not care about relationships ot ongoing business

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
15
Q

What is the outcome when you have a ‘compete’ attitude

A

I Win, You lose

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
16
Q

Describe the behavior of someone with an ‘accomodate’ attitude

A

It is not that important to them, they are happy for the other to have it their way

17
Q

What is the outcome when you have an ‘accomodate’ attitude?

A

I lose, You win

18
Q

Describe the behavior of someone with a ‘compromise’ attitude

A

There are enough benefits to reach an agreement but compromising is needed from both

19
Q

What is the outcome when you have a ‘compromise’ attitude?

A

I win some/ You win some

20
Q

Describe the behavior of someone with a ‘collaborate’ attitude

A

Is willing to share risk and reward

21
Q

What is the outcome when you have a ‘collaborate’ attitude?

A

I win, You win

22
Q

What is the most important difference between compromise and collaborate?

A

Compromise does not seek the other party’s win but does not compete it either

23
Q

What are the aspects of a distributive/competitive negotiation? (4)

A
  • Zero-sum approach (my win is your loss)
  • Both parties want to have the most, and want to improve their own position
  • Focus on differences and positions
  • Negotiators keep in mind their BATNA
24
Q

What does BATNA stand for?

A

Best alternative to a negotiation agreement

25
Q

What is the resistance point of a buyer?

A

The highest price that you are willing to buy for

26
Q

What is the resistance point of a seller?

A

The lowest price that you are willing to sell for

27
Q

What does ZOPA stand for?

A

Zone of possible agreement

28
Q

TRUE or FALSE
BATNA and target point are the same

A

FALSE
They are not always the same because you set the best alternative according to the current situation and information you have

29
Q

What are the features of an integrative/collaborative negotiation? (5)

A
  • Negotiators focus on affinities and not on differences
  • Approach based on needs and interests
  • Commitment in order to grant all part’s needs
  • Open exchange of information and ideas
  • Objective performance indicators are proposed
30
Q

What are 5 behaviors/attitudes for an integrative process?

A
  • Participants manage the process to make sure all parties stay involved
  • Understand the real needs of the negotiator
  • Create an open conversation so there is an efficient exchange of information
  • Search for solutions that meet the needs and objectives of both sides
  • Highlight the affinities between the parties and reduce differences
31
Q

What does creating a free flow of information mean?

A

This means that both parties know and share their options

32
Q

What does a negotiator do who wants to search for solutions that meet the needs of both sides? (2)

A
  • Strive to ensure that the other’s goals do not take away from their own achievements
  • Try to prevent the other from reaching their goals because of as strong desire to win
33
Q

How are results measured in an integrative framework?

A

By the degree ti which the goals of both negotiators are met

34
Q

Describe competitive negotiation in 1 word

A

Positions

35
Q

Describe collaborative negotiation in 1 word

A

Interests

Business Negotiation Midterm 1 (4 decks)

Brainscape helps you reach your goals faster, through stronger study habits.
© 2024 Bold Learning Solutions. Terms and Conditions